38
Proprietary and Confidential: 2016 Balancing Global Governance with Local Practices for Rapid SaaS TPM Rollout
Proprietary and Confidential: 2016
Balancing Global Governance with Local Practices for Rapid SaaS TPM Rollout
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
Introduction
Proprietary and Confidential: 2016 3
Thierry Soudee
CEO
Maxime Joseph
IS Team Leader Commercial Negotiation
Proprietary and Confidential: 2016 4
Ease of UseCollaboration
CG Focus SaaSSales PlanningTrade Promotion ManagementAnalyticsOptimisation
Proprietary and Confidential: 2016 5
20 Countries 45 clients 1800 users
Proprietary and Confidential: 2016
€21Bn900mConsumers globally
Early LifeCare
FreshDairy
Waters MedicalNutrition
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
1. How it started
Proprietary and Confidential: 2016
Spreadsheets / Custom tools
No unified process
Varied routes-to-market
Trade Planning
Data disparity
Proprietary and Confidential: 2016
Excel prototype since 2004
Planning system integration vital
Integrated with Finance and Ops(SAP ERP and APO)
Sales(Planning)
DemandPlanning
Finance
Collaborative Planning ProcessBottom Up + Top Down: Consensus Planning
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
2. Governance
Proprietary and Confidential: 2016
Central Team
Organisation
Steering Committees
Local Teams
Proprietary and Confidential: 2016
Global application map
Global Standards
Integration
Approved developments
Proprietary and Confidential: 2016
Standard Pricing and Discounts
Payment Terms
Administrative Requirements
Global Administration
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
3. Global Roadmap
Proprietary and Confidential: 2016
Global
TPM2010 to 2016 (Revenue Management)
step-by-step guide to global implementation
The best selling IT manuals in the world
Proprietary and Confidential: 2016
Internal Support
Critical evangelists
Champions
Facilitate change management
Proprietary and Confidential: 2016
EIGHTY
TWENTY
GovernanceReporting
Flexibility
Proprietary and Confidential: 2016 TWENTYFlexibility
Initial POC for China
Simpler, smaller Indonesian
Route-to-market complexity
Local support
Local language
Proprietary and Confidential: 2016 20
Flexibility
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
4. Flexibility
Proprietary and Confidential: 2016
SalesPlanning
TPM Payments Analytics TPO
Mark
et
Requirem
ents
Market Requirements
BluePlanner Modules
Proprietary and Confidential: 2016 23
Maturity Matrix
Current
Desired
Potential
Target
AccountPlanning
3
5
4
4
PromoPlanning
2
4
4
5
Claims & Payments
4
4
5
5
Post-eventAnalysis
1
2
3
3
PredictiveModelling
0
1
0
1
Proprietary and Confidential: 2016
In Ou& tSFA
Integration
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficients
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
SFA Integration
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficients
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
SFA Integration?
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficient?
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
Proprietary and Confidential: 2016 25
““
Proprietary and Confidential: 2016 26
Deployment FrameworkMonth 1 Month 2 Month 3 Month 4
Planning, Discovery & Requirements Gathering
Project prep and planning
Discovery Workshop
Configuration
Systems configuration
User roles and access rights
Data Loads
Customer / product hierarchies
Pricing
Historical sales data
Integration
Integration with DP and ERP
Payments
Deduction management workshop
Payment configuration
Deployment Go Live
Support Materials and end user training
4 Months
Proprietary and Confidential: 2016 27
Deployed to Supply Chain and Sales users in 3 months
Phase 1
Volume ManagementPhase 2
Financial Mechanics
Phase 1
Modern TradePhase 3
Traditional TradePhase 2
Indirect
Iterative approach to allow change management time
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
5. Adoption
Proprietary and Confidential: 2016
Change Management
Language and Culture
Organisational inertia
Training and adoption
Proprietary and Confidential: 2016
Adoption
30
Proprietary and Confidential: 2016
Adoption
31
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
6. Key Learnings
Proprietary and Confidential: 2016
Direction and governance
Proprietary and Confidential: 2016
Local ownership and flavours
Proprietary and Confidential: 2016
Deployment agility
Proprietary and Confidential: 2016
Scope and solution flexibility
Proprietary and Confidential: 2016
Local support & collaborative growth
Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
Any Questions
